2. QUOTATION ON RISK
Peter F. Drucker:
“What you have to do and the way you
have to do it is incredibly simple. Whether
you are willing to do it is another matter.”
3. QUESTIONS TO ANSWER
Are you a salesperson at home?
When?
What about when you go for a job
interview?
Are there times you try to sell
something to your teacher at
school?
5. VOCABULARY
Sales quotas. Dollar or unit sales goals set for the
sales staff to achieve in a specified period of time.
Personal selling. Direct contact between a
salesperson and a customer; two-way communication
between the seller and the buyer.
Goals of selling. Purpose of selling is to help
customers make satisfying buying decisions, which
create ongoing, profitable relationships between buyer
and seller.
Consultative selling. This type of selling provides
solutions to customers’ problems by finding products
that meet their needs.
6. VOCABULARY – CON’T
Feature-benefit selling. A concept that matches
the characteristics of a product to a customer’s
needs and wants.
Customer buying motives. Salespeople must
know what motivates customers to buy and what
decisions customers make before the final
purchase. Motives are usually rational or emotional.
Customer decision making. Some customers
need no help from salespeople, and others require
significant time and effort. This difference has its
roots in three types of decision making - -
extensive, limited, and routine.
7. THERE IS AN OLD SAYING IN THE RETAIL
INDUSTRY
“NOTHING HAPPENS
UNTIL SOMETHING GETS
SOLD”
8. SALES ARE BASED ON CERTAIN TRUTHS
FORTUNE 500
Sales don't just happen.
Selling skills can be learned.
Everyone can learn to be an effective
salesperson.
Customers don't care how much you
know until they know how much you care.
If sales are done correctly, customers will
be satisfied and the company will be
profitable.
9. EXPLANATION
Sales don’t just happen . For a business to be
successful, planning and research are required.
Some products carry nearly universal appeal, such
as televisions. Others are age-specific, gender-
specific, or limited to a specific interest group, such
as skateboards.
Selling skills can be learned . “Natural-born”
salespeople are really just excellent
communicators. The skills needed to be a
successful salesperson are not difficult to
develop, and are refined through practice.
10. EXPLANATION – CON’T
Everyone can learn to be an
effective salesperson . Just as with
any other skill, some people will learn
faster than others will, but everyone
can improve their skills by practicing.
11. SATISFACTION
If sales are done correctly, the customers
will be very satisfied and the company
will be profitable .
Research has shown that a satisfied
customer will tell three people how
nice their buying experience was with
you.
Satisfied customers will bring you
more business, and these referrals
will be ready to buy from you.
12. DISSATISFACTION
Dissatisfied customer will tell 20
people how bad the buying
experience was
Dissatisfiedcustomers will cost
you sales, and rarely will you even
know why.
14. DECISION VOCABULARY
(a) extensive decision making-
used when there has been little or
no previous experience with an
item; goods/services have a high
degree of perceived risk; very
expensive or have high value to
the customer
(Example: first home purchase)
15. DECISION VOCABULARY
(b)limited decision making– used
when a person buys goods/services
that s/he has purchased before but
not regularly; products has a
moderate degree of perceived risk.
(Example: a 2nd car or a vacation)
16. DECISION VOCABULARY
(c) routine decision making –
used when a person needs little
information about a product/service;
perceived low risk because product
is bought frequently or satisfaction
with product is high.
(Example: groceries)
17. BRAINSTORM
What are customers really looking for
when they buy the following products:
(a) Jewelry
(b) Apparel
(c) Winter coat
(d) Running shoes
18. SAMPLE ANSWERS
(a) Jewelry: makes
purchaser/recipient, if a gift, feel good
(b) Apparel: improves buyer’s
appearance
(c) Winter coat: keeps buyer warm
(d) Running shoes: makes running
easier on the feet or legs, or makes
buyer look good.
19. TEAM PROJECT
1. Choose a product or service that
could be sold at the community
farmers’ market or county fair
2. Plan a sales pitch to entice
customers to buy the product
3. Design a fictitious county fair
booth (with props or bulletin boards)
to be set up in the classroom
4. Demonstrate selling techniques
20. REMEMBER……….
Sellinginvolves one-on-one contact
with customers in most cases
A salesperson must have knowledge
about the product being sold
A salesperson must understand
customers’ motives for buying and
types of customer decision making
